Which statement defines the Assumptive Close?

Which statement defines the Assumptive Close?

• A. You assume they are taking your deal and proceed to close
• B. You propose a second option
• C. You wait for written approval
• D. You walk away if not immediate

Answer: (A)

The Assumptive Close is a closing approach that treats the sale as already decided and moves forward with the next steps. Instead of asking for a yes/no decision, you proceed as if the customer is proceeding with the deal, such as drafting the contract, scheduling delivery, or setting up payment terms. This leverages momentum and reduces friction at the final moment, making it easier for the customer to transition to signing and implementation. In practice, you might say something like, “I’ll have the agreement drafted and ready for signature, and we can schedule delivery for next week.” That communicates confidence and keeps the process moving forward, which can be effective when there are clear indications of positive interest and no outstanding objections. However, it’s important to use this technique only when you sense genuine commitment and have already addressed major concerns. If the buyer has unresolved issues, pushing forward can feel pushy and backfire. The other options describe different approaches: proposing a second option represents offering alternatives (an alternative close), waiting for written approval delays the close, and walking away if not immediate ends the negotiation rather than closing it.

The Assumptive Close is a closing approach that treats the sale as already decided and moves forward with the next steps. Instead of asking for a yes/no decision, you proceed as if the customer is proceeding with the deal, such as drafting the contract, scheduling delivery, or setting up payment terms. This leverages momentum and reduces friction at the final moment, making it easier for the customer to transition to signing and implementation.

In practice, you might say something like, “I’ll have the agreement drafted and ready for signature, and we can schedule delivery for next week.” That communicates confidence and keeps the process moving forward, which can be effective when there are clear indications of positive interest and no outstanding objections.

However, it’s important to use this technique only when you sense genuine commitment and have already addressed major concerns. If the buyer has unresolved issues, pushing forward can feel pushy and backfire.

The other options describe different approaches: proposing a second option represents offering alternatives (an alternative close), waiting for written approval delays the close, and walking away if not immediate ends the negotiation rather than closing it.